Manager, Ticket Sales

Washington Nationals•Washington, DC

1d•Onsite

About The Position

Reporting to the Director, Ticket Sales, the Manager, Ticket Sales is responsible for the day-to-day leadership, coaching, development, and performance management of the Membership Sales team. This role is accountable for executing the organization's new season ticket sales strategy while fostering a high-performance sales culture focused on prospecting, pipeline management, and consistent revenue growth. The Manager, Ticket Sales oversees the daily execution of outbound sales initiatives, sales campaigns, prospecting strategies, and performance accountability to maximize new business revenue. While new NATS PLUS Membership sales serve as the department's primary focus, this position is also responsible for ensuring the Membership Sales team effectively executes the organization's full-menu sales strategy by generating new revenue through Group Ticket Sales, Premium Seating, and Nightly Suite Rentals. Working closely with the Director, Ticket Sales and senior department leadership, this individual will develop sales talent, implement best practices, monitor performance metrics, and create an environment centered on continuous coaching, accountability, and professional development. The Nationals are a military-friendly organization actively recruiting veterans and spouses.

Requirements

Must have U.S. work authorization.
Must successfully clear a background check.
1 year of people management experience or equivalent leadership development.
3 to 5 years of experience in ticket sales required.
Excellent written and verbal communications, time management and interpersonal skills are required.
Ability to successfully manage staff while maximizing their revenue production is necessary.
Uphold Core Values: Integrity, Teamwork and Innovation.

Nice To Haves

Knowledge of Tickets.com ticketing software and Microsoft Dynamics CRM preferred.

Responsibilities

Provide day-to-day leadership, coaching, and development for the Membership Sales team while fostering a positive, competitive, and high-performance sales culture.
Recruit, interview, onboard, train, and develop a team of Membership Sales Account Executives.
Conduct regular one-on-one coaching sessions, pipeline reviews, call coaching, and performance evaluations to maximize individual and team performance.
Establish daily, weekly, monthly, and annual activity expectations including outbound calls, appointments, ballpark tours, prospecting, and sales productivity.
Develop individualized coaching plans that improve sales skills, business acumen, objection handling, closing ability, and overall performance.
Support career development initiatives while preparing high-performing staff for future leadership opportunities.
Execute the organization's new season ticket sales strategy to achieve departmental revenue and unit goals.
Drive a full-menu sales approach that positions Membership Sales representatives to generate revenue through: New NATS PLUS Memberships, Group Ticket Sales, Premium Seating, Nightly Suite Rentals.
Develop outbound prospecting campaigns that maximize lead generation, appointment setting, and conversion rates.
Monitor sales pipelines and forecasting to ensure consistent revenue pacing throughout the year.
Identify new business opportunities through strategic prospecting, referrals, networking, events, and business development initiatives.
Partner with Business Intelligence, Sales Operations and Marketing to maximize lead utilization and campaign effectiveness.
Monitor key sales performance metrics including activity, appointments, tours, proposals, close rates, revenue production, and pipeline health.
Ensure accurate CRM management and reporting within Salesforce.
Maintain accountability for data integrity, opportunity management, forecasting, and customer follow-up.
Evaluate sales trends and performance analytics to identify opportunities for continuous improvement.
Assist in the planning and execution of department sales campaigns, prospecting initiatives, and special events.
Collaborate closely with the Director, Ticket Sales, Group Sales, Premium Sales, Service, Marketing, Business Intelligence, and Sales Operations to maximize organizational ticket revenue.
Support department-wide prospecting events, hospitality experiences, networking functions, and lead generation initiatives.
Promote a culture of innovation by identifying new sales strategies, programs, and customer acquisition opportunities.
Maintain inventory awareness across ticket products to optimize revenue opportunities throughout the season.
Perform other duties as assigned.